Application Guide

How to Apply for Sr. Capture Manager (Enterprise Pursuits)

at AECOM

🏢 About AECOM

AECOM stands out as a global leader in sustainable infrastructure and environmental solutions, focusing on creating lasting positive impacts through innovative projects. Their commitment to building sustainable legacies means you'd be contributing to transformative programs that address critical societal needs while working with cutting-edge approaches in engineering and infrastructure.

About This Role

As a Sr. Capture Manager for Enterprise Pursuits at AECOM, you'll lead the strategy and execution for winning major, transformative infrastructure programs through consultative sales processes. This role is impactful because you'll directly shape AECOM's largest opportunities, driving business growth while ensuring alignment with their sustainability mission and quality standards.

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🎯 Who AECOM Is Looking For

  • A strategic leader with 8+ years of experience in consultative sales for enterprise-level infrastructure or engineering projects, capable of developing competition-beating pursuit strategies
  • Someone with deep technical knowledge of infrastructure markets who can analyze competitive landscapes and leverage insights to improve capture rates for major programs
  • A relationship builder who has demonstrated ability to establish trust with C-level client decision-makers and collaborate effectively with global internal stakeholders
  • An expert in commercial, financial, and legal aspects of major contracts, with experience navigating complex governance structures in enterprise pursuits

📝 Tips for Applying to AECOM

1

Quantify your enterprise pursuit wins in infrastructure/engineering, specifying contract values, competitive landscapes overcome, and your specific strategic contributions

2

Highlight experience with AECOM's core markets (transportation, water, energy, environment) and how you've developed consultative sales approaches in these sectors

3

Demonstrate your understanding of sustainable infrastructure by mentioning specific projects where you've integrated environmental or sustainability considerations into pursuit strategies

4

Showcase your global collaboration experience, particularly how you've worked across different regions or with international partners on major pursuits

5

Include specific examples of how you've managed commercial, financial, and legal elements of enterprise contracts, not just the sales aspects

✉️ What to Emphasize in Your Cover Letter

['Your proven track record in winning major enterprise-level infrastructure pursuits through consultative sales and strategic positioning', "Specific examples of how you've analyzed competitive landscapes and developed differentiation strategies that beat established competitors", 'Experience with the complete sales lifecycle for transformative programs, including quality assurance and compliance considerations', "How your approach aligns with AECOM's mission of building sustainable legacies through innovative infrastructure solutions"]

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🔍 Research Before Applying

To stand out, make sure you've researched:

  • → AECOM's recent major project wins and enterprise partnerships in sustainable infrastructure (check their project portfolio and press releases)
  • → Their sustainability framework and how it's integrated into project delivery and business development
  • → The specific challenges and opportunities in their key markets: transportation, water, energy, and environmental services
  • → Their global presence and how different regions approach enterprise pursuits (US vs. EMEA vs. APAC strategies)

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 Walk me through your most complex enterprise pursuit win in infrastructure, detailing your strategy from discovery through delivery
2 How would you approach a major transportation or water infrastructure pursuit where AECOM is not the incumbent provider?
3 Describe a time you had to navigate complex commercial or legal requirements in a major contract negotiation
4 How do you build and maintain trust with C-level decision-makers across different cultural contexts in global pursuits?
5 What metrics and processes do you use to analyze competitive landscapes and improve capture rates over time?
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⚠️ Common Mistakes to Avoid

  • Focusing only on sales metrics without demonstrating strategic thinking about sustainable infrastructure or long-term client relationships
  • Presenting generic pursuit experience without specific examples from infrastructure, engineering, or major transformative programs
  • Failing to show understanding of the commercial, financial, and legal complexities specific to enterprise-level contracts in regulated industries

📅 Application Timeline

This position is open until filled. However, we recommend applying as soon as possible as roles at mission-driven organizations tend to fill quickly.

Typical hiring timeline:

1

Application Review

1-2 weeks

2

Initial Screening

Phone call or written assessment

3

Interviews

1-2 rounds, usually virtual

✓

Offer

Congratulations!

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Good luck with your application to AECOM!

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